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Salute, as you know, the main objection of the people with whom you work: "it's expensive." How to react when you hear a reproach about the cost of the service? Here are the answers that actually work:
1. Too expensive compared to what?
"Expensive" is a relative term. If you can figure out what the customer is comparing your product or service to, you will be able to more accurately communicate the benefits.
2. Really? How did you come to this conclusion?
This breaks the client's pattern of reasoning. Once the seller has a better understanding of the specific issues that led to the price shock, they can handle each one individually.
3. Perhaps we have not crossed out unnecessary items? Let's check
Go back and make sure the sales process meets the expectations of both parties.
4. I heard you. The best products are often expensive
According to sales expert Jeffrey James, "a price objection is not a true objection until the customer has said it twice." Use this answer the first time you hear “it's too expensive” and it can help you separate out-of-budget customers from those who feel like you’re ready to bend.
5. How much does it cost you to do nothing yourself?
Make them think of a great future. Uncover hidden benefits.
6. Is it a cash issue or a budget issue?
This question hits the mark whether customers are asking for a discount (budget issue) or wanting installments (cash shortage issue). Once the seller has classified the objection, he can negotiate effectively.
7. If money didn't play a role, would our product or service help solve your problem? " A quick step back to value.
8. What exactly is expensive?
If you ask this question mildly, the client will reveal his true perception of your product (service). Answers like, "Well, that's a lot for just X, Y, and Z," shows a low perception of value.
9. Too expensive? It is relative
Relatively because this product or service is very valuable in terms of price. Move the buyer's attention back to value.
10. Is the price the only thing holding you back from signing the contract?
If the customer has any other objections that the seller needs to resolve, this issue will bring them to the surface.
11. Good. So which part don't you want?
By this you are telling the buyer: price is inextricably linked with value. If the buyer is unwilling to pay the full price, he will not be able to enjoy the full value of the value. This question may prompt them to reconsider the question.
12. Will the price keep you from getting what you really want?
You don’t call the client cheap, but this question awakens in their minds. Nobody likes to be cheap, especially when their business is high on the crest. Alternatively, this question will help you identify when your product or service is not a perfect solution to a customer's problem.
13. Does this mean that we will never work together?
Most people hate him. As a result, the overwhelming majority of customers will respond: "Well, of course not!"
The seller can then probe the conditions necessary to close the deal and adapt them, or leave proudly.
14. Price aside, do we have a product or service you want to buy?
If they say yes, you can go back to step 12. If they say no, determine if it makes sense to go back to the conversation about value or if it is better to abandon the deal.
15. What ROI do you want to get?
This directs them away from thinking in terms of "expensive" or "cheap" to long-term value for their business.
16. It may sound expensive in one day, but let's break the payments down by month / quarter.
The lump sum can be daunting. Have data handy on how the cost is distributed over a year, months, or days.
17. Does what you say mean that our prices are higher compared to our competitors?
If the price is indeed higher than the competition, this question opens up a loophole for the seller to talk about value.
18. Have you ever bought a similar product or service before?
It is possible that the buyer does not have an exact idea of how much a similar product costs. If only because I have never bought something like this before. With this question, you can clear up his misconception.
19. Do you think it costs too much?
By directing the feed back to the client, you are encouraging them to explain their position and, in the process, perhaps reconsider it.
20. When was the last time you bought something based on price alone?
Nobody likes to feel cheap.
21. I understand. I had two other clients who, like you, were initially concerned about the price. But they found that ...
Show empathy for the client, and then redirect their attention to social proof.
PS I use almost all of them, because my work is directly related to phone calls and persuasion.
1. Too expensive compared to what?
"Expensive" is a relative term. If you can figure out what the customer is comparing your product or service to, you will be able to more accurately communicate the benefits.
2. Really? How did you come to this conclusion?
This breaks the client's pattern of reasoning. Once the seller has a better understanding of the specific issues that led to the price shock, they can handle each one individually.
3. Perhaps we have not crossed out unnecessary items? Let's check
Go back and make sure the sales process meets the expectations of both parties.
4. I heard you. The best products are often expensive
According to sales expert Jeffrey James, "a price objection is not a true objection until the customer has said it twice." Use this answer the first time you hear “it's too expensive” and it can help you separate out-of-budget customers from those who feel like you’re ready to bend.
5. How much does it cost you to do nothing yourself?
Make them think of a great future. Uncover hidden benefits.
6. Is it a cash issue or a budget issue?
This question hits the mark whether customers are asking for a discount (budget issue) or wanting installments (cash shortage issue). Once the seller has classified the objection, he can negotiate effectively.
7. If money didn't play a role, would our product or service help solve your problem? " A quick step back to value.
8. What exactly is expensive?
If you ask this question mildly, the client will reveal his true perception of your product (service). Answers like, "Well, that's a lot for just X, Y, and Z," shows a low perception of value.
9. Too expensive? It is relative
Relatively because this product or service is very valuable in terms of price. Move the buyer's attention back to value.
10. Is the price the only thing holding you back from signing the contract?
If the customer has any other objections that the seller needs to resolve, this issue will bring them to the surface.
11. Good. So which part don't you want?
By this you are telling the buyer: price is inextricably linked with value. If the buyer is unwilling to pay the full price, he will not be able to enjoy the full value of the value. This question may prompt them to reconsider the question.
12. Will the price keep you from getting what you really want?
You don’t call the client cheap, but this question awakens in their minds. Nobody likes to be cheap, especially when their business is high on the crest. Alternatively, this question will help you identify when your product or service is not a perfect solution to a customer's problem.
13. Does this mean that we will never work together?
Most people hate him. As a result, the overwhelming majority of customers will respond: "Well, of course not!"
The seller can then probe the conditions necessary to close the deal and adapt them, or leave proudly.
14. Price aside, do we have a product or service you want to buy?
If they say yes, you can go back to step 12. If they say no, determine if it makes sense to go back to the conversation about value or if it is better to abandon the deal.
15. What ROI do you want to get?
This directs them away from thinking in terms of "expensive" or "cheap" to long-term value for their business.
16. It may sound expensive in one day, but let's break the payments down by month / quarter.
The lump sum can be daunting. Have data handy on how the cost is distributed over a year, months, or days.
17. Does what you say mean that our prices are higher compared to our competitors?
If the price is indeed higher than the competition, this question opens up a loophole for the seller to talk about value.
18. Have you ever bought a similar product or service before?
It is possible that the buyer does not have an exact idea of how much a similar product costs. If only because I have never bought something like this before. With this question, you can clear up his misconception.
19. Do you think it costs too much?
By directing the feed back to the client, you are encouraging them to explain their position and, in the process, perhaps reconsider it.
20. When was the last time you bought something based on price alone?
Nobody likes to feel cheap.
21. I understand. I had two other clients who, like you, were initially concerned about the price. But they found that ...
Show empathy for the client, and then redirect their attention to social proof.
PS I use almost all of them, because my work is directly related to phone calls and persuasion.
